Casework
Match the Right Product to the Right Client
This is where you research, analyze, and select the perfect insurance solution for your client based on their needs, health, budget, and family situation. Get it right, this policy could change their family's life.
Casework Process
Follow this proven system to confidently recommend the right carrier and product every time, from analyzing health conditions to quoting the best rates.
Master the Age-Based Product Selection – Learn which products work best for clients under 50, 50-60, and over 60 based on their health and goals
Navigate Build Charts & Health Knockouts – Understand how to quickly check height/weight requirements and common health disqualifiers before wasting time on quotes
Know When to Call the Carrier – Discover when to do a risk assessment call with underwriters to get pre-approval guidance on complex health situations
The Five-Step Casework Formula
Follow this system every time to confidently match clients with the right carrier and product.
Determine Product Type by Age
* There are Exceptions
Ages 49 and below: Term or IUL based on goals
Ages 50-60: Term if health qualifies, whole life as backup
Ages 60+: Whole life or final expense primary, term only if very healthy
Always add accidental death coverage up to age 70
Check Build Charts (Height/Weight)
Go to SFGQuotes.com and review build charts.
If outside term limits, check whole life charts.
If outside all limits, they may only qualify for accidental coverage.
Review Health Issues
Check lookback guides for common health conditions.
Multiple health issues? Call the carrier for a risk assessment before quoting.
Document all health details clearly in your application.
Check Knockout Medications
Review medication lists for disqualifying drugs. If unclear, ask during carrier risk assessment. Always explain medication purpose in the application.
Quote on SFGQuotes.com
Once you've narrowed carrier and product, get the best pricing. Stick with core carriers for best commissions.